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Email ID: [email protected]
Mobile: +91-968-680-2244
Like us on Facebook: www.facebook.com/medicinman.net
Certification Program for Front-line Managers in
Pharma Field Force Management
PROSPECTUS 2015 - 2016
Breaking Performance Barriers
Page 2
Table of Contents
INTRODUCTION ........................................................................................................ 3 1. Introduction: Managing Business and Leading People .................................................. 4 2. Key Goals and Outcomes .............................................................................................. 4 3. USPs of the Program ..................................................................................................... 4
CREDENTIALS .......................................................................................................... 5 1. MedicinMan ................................................................................................................... 6
1.1 India’s First Magazine for Pharma Field Force Excellence ....................................... 6 1.2 Field Force Excellence (FFE) Conference and BrandStorm ..................................... 6 1.3 Social Media Engagement ....................................................................................... 6
2. Anup Soans ................................................................................................................... 7 2.1 Elevator Pitch ........................................................................................................... 7 2.2 Credentials ............................................................................................................... 7 2.3 Editor, MedicinMan – India’s 1st Magazine for Field Force Excellence ...................... 7 2.4 Professional Background ......................................................................................... 7
AERIAL VIEW ............................................................................................................ 8 1. Snapshot of Modules ..................................................................................................... 9
METHODOLOGY & LOGISTICS ............................................................................. 10 1. Open Program for Self Sponsored & Company Sponsored Candidates....................... 11 2. Corporate Plan for Company Sponsored Candidates .................................................. 12
INVESTMENT .......................................................................................................... 13 1. Fee per Candidate ....................................................................................................... 14 2. Payment Terms ........................................................................................................... 14 3. Payment Options ......................................................................................................... 14
MODULE DETAILS ................................................................................................. 15 1. Mindset Change .......................................................................................................... 16 2. Understanding Self and Others .................................................................................... 16 3. What Creates a Satisfied Customer? ........................................................................... 16 4. Who are KOLs and KBLs? Understanding the Rx Market Dynamics ........................... 16 5. Planning, Organizing, Executing and Monitoring for Effective Time Management........ 16 6. Understanding the Importance of Effective Communication ......................................... 16 7. Critical thinking and Problem Solving ........................................................................... 17 8. How to be an Effective Sales Team Leader ................................................................. 17 9. Five Sources of Power to Manage Business and Lead People .................................... 17 10. Employee Engagement Vs Employee Dissatisfaction ................................................ 17 11. Situational Leadership ............................................................................................... 17 12. What every FLM should know about SFE .................................................................. 17
GRADUATION ......................................................................................................... 18 1. Certificate .................................................................................................................... 19 2. Graduation................................................................................................................... 19 3. Alumni ......................................................................................................................... 19
REGISTRATION ...................................................................................................... 20
CONTACT US .......................................................................................................... 20
Page 3
INTRODUCTION
1. Introduction
2. Key Goals and Outcomes
3. Unique Selling Proposition (USP)
Page 4
1. Introduction: Managing Business and Leading People
The pharma front-line manager (FLM) is key to translating boardroom strategy to on-the-field
implementation. A competent FLM knows how to align team members and use resources
entrusted by the Company, to deliver outstanding performance.
Yet most FLMs are handed the job without the skills to Manage Business and Lead People –
the two most important functions of an FLM. As a result business suffers and the team is left
frustrated.
The certification program addresses precisely this skill-gap. Delivered in 12 modules over 12
months, the program is designed to drive implementation and collectively assess outcomes
through monthly contact sessions, workbooks and take-away resources.
2. Key Goals and Outcomes
By focusing on the skills needed to effectively manage business and lead a team, the
program will deliver the following outcomes:
1. Sharpen the Sales Team Leadership skills of FLMs and their Ability to Attract, Develop and
Retain Medical Reps.
2. Sharpen the Business Management Skills of Front-line Managers and Enable them to
Create Rapport and Build Lasting Relationships with Doctors
3. USPs of the Program
1. Simple and relevant. The program has been designed to directly address the needs of
front-line managers in the Indian pharma industry. The program takes cutting-edge
management ideas and simplifies and contextualizes it for quick recollection and
implementation.
2. Focus on behavioural change. At the start of each module, candidates will be asked to
prepare a Personal Action Plan (PAC) to implement the learning from the module over the
following month. In the subsequent contact session, the PAC of the candidates will be
reviewed and discussed along with challenges faced.
3. Digital and social media powered. Making FLMs digital and social media savvy.
Candidates will receive inputs throughout the month via closed groups on social media like
Facebook and LinkedIn, where they will also be able to interact with other participants and
share ideas. Candidates will be able to reach out to the facilitator via email and social media
to ask questions and receive guidance.
4. Short videos on various topics. Field Force relevant topics like “Good Hiring Practices”,
“Coaching”, “SFE”, “Doctor Profiling”, “KOL Management” and others by industry thought
leaders.
Page 5
CREDENTIALS
1. MedicinMan
2. Anup Soans
Page 6
1. MedicinMan
This certification program has been carefully crafted from our extensive and immersive experience
in the Indian Pharma Industry. Our interactions with thousands of pharma professionals, at all
levels in the sales, HR, L&D, and marketing functions, have given us profound insights into the
needs of the Front-line Manager in the present Economy.
By distilling these insights and applying our expertise in Learning and Development, we have
developed a power-packed 12 module certification program designed to transform your frontline
sales organization.
Below, we have highlighted some of our key industry touch points and engagements.
1.1 India’s First Magazine for Pharma Field Force Excellence
MedicinMan has championed the cause of Field Force Excellence in the Indian
Pharmaceutical Industry since 2011, when it launched the first magazine dedicated to Pharma
Field Force Excellence. With 50 issues and over 300 articles published on various topics of
Field Force Excellence, we can confidently call ourselves Leaders in Field Force Excellence
in India.
1.2 Field Force Excellence (FFE) Conference and BrandStorm
Every year, MedicinMan brings together industry leaders at the Field Force Excellence (FFE)
conference held at a 5-star hotel venue in Mumbai. Each conference begins with a CEO
Roundtable and is attended by stalwarts of the industry. Over the years, this has given us
unparalleled access to the thinking of Indian pharma and the needs of its Field Force.
1.3 Social Media Engagement
MedicinMan has an extensive
presence on Social Media,
where discussions on key
issues are initiated and
knowledge is shared. The open
and informal nature of social
media prompts an uninhibited
flow of thoughts and gives a
realistic picture of the needs and challenges of the Field Force.
Page 7
2. Anup Soans
2.1 Elevator Pitch
Anup is a Learning and Development (L&D) facilitator for
pharma front-line professionals. Anup has worked with India’s
leading pharmaceutical companies (including Pfizer, Astra
Zeneca, Merck, GSK, Novartis, Biocon, Dr. Reddy’s, Zydus
Cadila and Cipla) for over a decade, helping them transform
their front-lines using L&D as a strategic tool. Anup’s vision
for the future of the field force comes from his daily
interactions with thousands of pharma professionals over
LinkedIn, Facebook, SlideShare and Twitter.
2.2 Credentials
Anup has delivered The Bullet Proof Manager of Crestcom International, a program attended
by over 10 million professionals globally. He has also delivered the international programs of
BlessingWhite (US) Psytech (UK) a psychometric service provider.
Anup has an MBA in HR from the University of Wales, UK. He has written two bestsellers for
pharma front-line professionals: HardKnocks for the GreenHorn and SuperVision for the
SuperWiser Front-line Manager. He is also the author of Repeat Rx, a structured program
designed to enable the field force to create trust and build relationships with doctors. Anup is
a contributor to The Art of Modern Sales Management by ASTD Press.
2.3 Editor, MedicinMan – India’s 1st Magazine for Field Force Excellence
Anup is the Founder-Editor of MedicinMan - India’s first monthly magazine devoted to the
cause of Field Force Excellence in Pharma. He is the convener of Field Force Excellence
Conference held in Mumbai every year, which kicks off with a CEO Roundtable attended by
Indian pharma’s most well-known CEOs.
2.4 Professional Background
Anup has over 30 years of experience in the Indian pharma industry. He began his career as
a Medical Rep, then worked as a front-line manager both in pharma and medical devices. He
moved into the CME space where he spent 12 years, eventually rising to the position of
Executive Director. In this capacity, he established a network of over 1,000 KOLs in all major
specialties making his company a leader in the publication of scientific journals and
customized inputs for pharma. Fulfilling his passion for learning and development, Anup
became a full-time L&D facilitator in 2004.
.
Page 8
AERIAL VIEW
1. Snapshot of the Modules
Page 9
1. Snapshot of Modules
MODULE 1 Mindset Change - Moving from a ‘Fixed Mindset’ to a ‘Growth Mindset’
MODULE 2 Understanding Self and Others - The Key to Emotional Intelligence
MODULE 3 What Creates a Satisfied Customer?
MODULE 4 Who are KOLs and KBLs? Understanding the Rx Market Dynamics
MODULE 5 Planning, Organizing, Executing and Monitoring (POEM) - For Effective
Time Management
MODULE 6 Understanding the importance of Effective Communication - For In-
clinic Performance
MODULE 7 Critical Thinking and Problem Solving
MODULE 8 How to be an Effective Sales Team Leader - Team Building and Team
Working
MODULE 9 Five sources of power to Manage Business and Lead People - Using
Authority vs. Influence
MODULE 10 Employee Engagement Vs Employee Dissatisfaction - Key to Reducing
Attrition
MODULE 11 Situational Leadership - Training, Facilitating, Coaching and Mentoring
Medical Reps
MODULE 12 What every FLM should know about SFE - For Effective Territory
Coverage
Page 10
METHODOLOGY & LOGISTICS
1. Duration
2. Delivery
3. Batch Size
Page 11
Registration can be done through an Individual Plan or through a Corporate Plan. Details for
each are given below.
1. Open Program for Self Sponsored & Company Sponsored Candidates
Location Mumbai and Bengaluru
Duration 12 months
Method of Delivery 1. Twelve Live Workshops
2. Pre-program and post-program resources:
3. Workbook – designed to ensure that learning from each
module is implemented
4. Interaction with the Facilitator through the month over
social media and email.
Social Media Making the Front-line Managers Digital and
Social Media Savvy
Candidates will receive regular learning and development
inputs from the Facilitator via social media like Facebook,
LinkedIn, SlideShare and Twitter.
Each batch will be part of closed groups where they can
interact and discuss with other candidates.
Live Workshop dates One Saturday or Sunday, monthly
Batch Size 30
Commencement January 2016
Page 12
2. Corporate Plan for Company Sponsored Candidates
1 All travel and accommodation expenses ex-Bengaluru to be borne by the company.
Location As per requirement1.
Duration 12 Months
Method of Delivery 1. Four Live Workshops (1 per Qtr) + 9 Webinars
2. Pre-program and post-program resources
3. Workbook – designed to ensure that learning from each
module is implemented
4. Interaction with the Facilitator through the month over
social media and email.
Social Media Making the Front-line Managers Digital
and Social Media Savvy
Candidates will receive regular learning and development
inputs from the Facilitator via social media like Facebook,
LinkedIn, SlideShare and Twitter.
Each batch will be part of closed groups where they can
interact and discuss with other candidates
Batch Size As per requirement of the company. Live Workshops will be
limited to 25-30 participants per workshop.
Commencement As per requirement
Page 13
INVESTMENT
1. Fee per Candidate
2. Payment Terms
3. Payment Options
Page 14
1. Fee per Candidate
INR 60,000.00 + service tax as applicable
2. Payment Terms
1. Full payment to be made before start of the program by cheque or account transfer
2. Fee is Non-refundable
3. Fee is inclusive of pre-program resources, workbook and webinars
4. Fee is exclusive of travel and accommodation charges for workshops held ex-Bengaluru
for company sponsored programs
3. Payment Options
1. Cheque made out to “Knowledge Media Venturz LLP”
2. Bank transfer (details below)
BANK: AXIS BANK
BRANCH: GOREGAON WEST, MUMBAI (MH), GR FLR, PATKAR
COLLEGE, S V ROAD, GOREGAON WEST, MUMBAI - 62.
ACCOUNT NAME: KNOWLEDGE MEDIA VENTURZ LLP
ACCOUNT NO: 913020033732313
IFSC CODE: UTIB0000647
Page 15
MODULE DETAILS
1. List of Modules and Brief
Page 16
Each program can be tailored according to the requirements of the client. Below is a list of
modules clients may choose from. We suggest you contact us with your learning and
development requirement so we can guide you with this process for optimal program
outcomes.
1. Mindset Change
Brief: Workshop based on Carol Dweck’s research on Fixed and Growth Mindset.
Objective: Making candidates to realise that barriers to performance improvement exist in
their minds and not in the marketplace. Business growth is an outcome of personal growth.
2. Understanding Self and Others
Brief: The module begins with a “Blind-spot Test” and leads to an introduction to Emotional
Intelligence.
Objective: Knowledge of self is essential to create self-awareness leading to self-
development and awareness of others for better interpersonal relations/team development
and team-working.
3. What Creates a Satisfied Customer?
Brief: Customers want to interact with competent salespeople. A competent salesperson =
satisfied customer.
Objective: How to build a team of competent sales people through on-the-job coaching
instead of playing the role of a super salesperson. KA$H2 = Cash.
4. Who are KOLs and KBLs3? Understanding the Rx Market Dynamics
Brief: Cultivating Key Opinion Leaders (KOLs) and Key Business Leaders (KBLs) are key
to business success but require very different approaches.
Objective: How to be able to make the distinction between Rx influence of KOLs and Rx
potential of KBLs. How to best leverage the influence of KOLs through profiling and
targeting.
5. Planning, Organizing, Executing and Monitoring (POEM) for Effective Time
Management
Brief: Activity-based. “Tower Building” exercise with paper cups for clarity on POEM
followed by de-brief – learning to unlearn practices that don’t work and relearn productive
ways of working.
Objective: To understand the importance of Planning, Organizing, Executing and
Monitoring in managing the business through optimum utilization of resources with a clear
and measurable ROI.
6. Understanding the Importance of Effective Communication
Brief: Effective communication is the cornerstone of being an effective sales team leader –
everything communicates
Objective: Learning Active/ Discovery listening; body language, dialogue, voice
modulation, creating context and relevance, understanding content and intent of doctor’s
feedback/ questions/ objections.
2 Knowledge, Attitude, Skills and Habits 3 KOL = Key Opinion Leader; KBL = Key Business Leaders
Page 17
7. Critical thinking and Problem Solving
Brief: Case study based.
Objective: Gain understanding of how the business works from the customer’s perspective
and how productivity works from team member’s perspective.
8. How to be an Effective Sales Team Leader
Brief: Understanding the difference between managing and leading
Objective: Learn to manage business with business acumen and lead people with
emotional intelligence.
9. Five Sources of Power to Manage Business and Lead People
Brief: How can an FLM constantly be on top of things instead of struggling to manage
business and lead people?
Objective: To understand the difference between authority and influence – when to use
authority and when to use influence; excessive use of authority leads to resistance,
whereas right use leads to compliance and use of influence leads to commitment. Today’s
generation is averse to authority but receptive to influence.
10. Employee Engagement Vs Employee Dissatisfaction
Brief: One of the key responsibilities of an FLM is executing strategies faithfully. This can
be done only by discovering the personal goals of team members and aligning it with
organization goals.
Objective: Understand the dynamics of team working that leads to higher productivity and
lower attrition. Learn how employee engagement can increase team productivity and
personal satisfaction.
11. Situational Leadership
Brief: Activity-based module to understand Situational Leadership. Blind Man’s Tower – a
variation of Tower Building to understand how to adopt the right approach based on the
team member’s competence level.
Objective: Understanding when and what to train (train for skills, like detailing, RCPA),
when to coach (provide feedback on attitude and behaviour) when to lead (building trust
that facilitates openness in discussing genuine problems) and when to mentor (pulling
instead of pushing – becoming the go-to person through high level of personal
effectiveness).
12. What every FLM should know about SFE
Brief: What every FLM should know about SFE for effective daily working in every territory
in his geographic area.
Objective: Simplifying SFE to make it easy to understand and implement ensuring that
every team member is held accountable for effective territory coverage.
Page 18
GRADUATION
1. Certificate
2. Graduation Ceremony
3. Alumni
Page 19
1. Certificate
Graduates will get a certificate in “Pharma Field Force Management” from MedicinMan.
Participants will be given a ceremonial certificate as well as a certificate detailing all the
modules covered.
2. Graduation at a Grand Convocation Ceremony
There will be a graduation ceremony where certificates will be handed out. For Corporate
Programs, the company may nominate a senior executive to hand over the certificates.
3. Alumni
Graduates will have access to the MedicinMan Alumni Network on Facebook and LinkedIn.
Page 20
Email ID: [email protected]
Mobile: +91-968-680-2244
Like us on Facebook: www.facebook.com/medicinman.net
To register for the program, kindly make payment (refer to “Investment” page) and send
details to [email protected], along with the following information:
Personal Details
Name:
Mobile Number:
Personal Email ID:
Professional Details
Name of Company:
Designation:
Time Spent in Current Role:
Total Experience:
Company Email ID (must):
Course Details
Preferred Location (Mumbai/Bengaluru):
IMPORTANT: This course is open only to pharma professionals. All communication with
us must be through your company-provided email ID.
REGISTRATION
CONTACT US
